Using the Opportunities dashboard

Learn to use the Opportunities dashboard to segment your contacts based on their eRFM score – a combination of customer persona and engagement level.

Overview

The Opportunities dashboard gives you a real-time view of your contacts based on customer persona and their engagement level. From this, we create opportunity groups ranging from Most engaged champions to Lightly engaged non-customers.

You can then selectively target these opportunity groups with your marketing campaigns.

Before you start

Things you need to know:

View the Opportunities dashboard

To get to the Opportunities dashboard, go to Ecommerce > Dashboards > Opportunities dashboard.

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Understanding the Opportunities dashboard

We've split the Opportunities dashboard into two sections:

Opportunity overview and actions

This is the top section of the Opportunities dashboard.

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Contact information (left-side)

  • Contacts
    This is the number of contacts in your account.
  • Opportunities
    The number of contacts across all the opportunity groups.
    Not all contacts are opportunities, for example, contacts with zero engagement.
  • Non-engaged
    The number of contacts with zero engagement.

Opportunity ideas

The Opportunity ideas lets you narrow down your opportunity targeting by three criteria: contact type, where the contact is in the purchase phase, and their level of opportunity intent.

To learn how to use the Opportunity builder, check out the section Using the opportunity builder.

Actions

Use actions to create a segment from your selected opportunity group.

To learn more about using actions, check out the section Create a segment from an opportunity group.

Opportunity tiles

The opportunity tiles represent your various opportunity groups. Each tile has a name and a number that represents how many contacts are in that opportunity group.

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On the X-axis (horizontal) the engagement levels increase from lightly engaged to Most engaged.

  • On the Y-axis (vertical) the RFM personas increase from Inactive to Champions.

Create a segment from an opportunity group

To create a segment from an opportunity group:

  1. Select the opportunity tiles you want to create a segment from.
    You can select multiple tiles, rows, columns, all tiles, or use the Opportunity builder.
  2. Select Actions at the top-right.
    select-opportunity-action.png
  3. Under Create segment, select Create.
    create-segment.png
  4. For Segment name, enter a name for your segment.
    segment-name.png
  5. Select Apply to create the segment.
    To find your new segment, go to Email > Contacts > Segments.

Using the opportunity builder to find opportunities

The opportunity builder helps you narrow down your opportunity targeting by three criteria: contact type, where the contact is in the purchase phase, and their level of opportunity intent.

Step 1: Use the opportunity builder to create an opportunity group

To use the opportunity builder:

  1. On the Opportunities dashboard, select Add opportunity idea.
    opportunity-idea.png
  2. For Pick an opportunity idea, select options from each of the targeting criteria.
  3. For Contact type, choose to target Customers or Non-customers.
  4. For Purchase phase, choose Inactive, Lapsing, or Active depending on where in the purchasing journey you want your target contacts to be.
  5. For Opportunity intent, choose Emerging, Strong, or Very high depending on how close to purchasing you want your target contacts to be.
  6. Once you select your criteria, you see the opportunity ideas for your selections. Choose the idea (opportunity group) you want to target, then select Save selection.
    You can now create a segment based on this opportunity idea (see step 2).

Step 2: Create a segment from your opportunity group

To create a segment from your opportunity group:

  1. After selecting an opportunity group, select Actions at the top-right.
  2. Under Create segment, select Create.
    create-segment.png
  3. For Segment name, enter a name for your segment.
    segment-name.png
  4. Select Apply to create the segment.
    To find and use your new segment, go to Email > Contacts > Segments.

See also

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